Revenue & Occupancy Ownership

• Own monthly, quarterly, and annual sales targets for the assigned region/cluster — measured on seats sold, revenue booked, occupancy %, and ARPU.
• Drive occupancy of existing and new centres to defined breakeven and stabilised levels within agreed timelines.
• Manage the full sales funnel — enquiry, site visit, proposal, negotiation, closure — with clear conversion benchmarks at each stage.

Market Intelligence & Strategy

• Track demand patterns, competitor pricing, and supply movements across micro-markets to inform pricing, inventory, and centre-level strategy.
• Identify whitespace opportunities and feed insights to the Real Estate and Design & Build teams to influence the future centre pipeline.
• Build and maintain a regional sales playbook covering target segments, ICP definitions, pitch positioning, and objection handling.

Enterprise & Mid-Market Client Acquisition

• Build a strong direct-sales pipeline of enterprise occupiers, mid-market firms, GCCs, and high-growth start-ups requiring 20+ seats.
• Develop deep relationships with key decision-makers — CFOs, CHROs, Heads of Admin, Real Estate, and Workplace — through targeted outreach, networking, and industry forums.
• Position Awfis as a strategic workspace partner, moving conversations beyond price to flexibility, scale, geographic spread, and member experience.

Channel Partner & IPC Network

• Build, activate, and manage a network of IPCs (JLL, CBRE, Cushman & Wakefield, Knight Frank, Colliers, Savills, ANB, etc.) and local channel partners to drive deal flow.
• Lead joint pitches, partner reviews, and incentive programmes that keep Awfis top-of-mind among broker networks.
• Govern partner economics — commercial terms, payouts, and dispute resolution — in line with Awfis policy.

Proposal, Pricing & Deal Closure

• Lead end-to-end proposal development, commercial negotiation, and contract closure for large enterprise deals.
• Work with Pricing and Finance teams to structure deals that balance occupancy, ARPU, tenor, and margin.
• Ensure all deals adhere to internal approval matrices, legal terms, and compliance norms.

Cross-Functional Collaboration

• Partner closely with Centre Operations to ensure smooth client onboarding, fit-out coordination, and post-move-in experience.
• Coordinate with Marketing to convert demand-generation campaigns into qualified pipeline and to feed back regional insights for future campaigns.
• Engage with Design & Build and Managed Office teams for clients with hybrid or larger custom workspace needs, ensuring a single Awfis solution view.

Sales Team Leadership & Capability Building

• Lead, coach, and develop a team of Sales Managers and Business Development Executives in the region (where applicable).
• Drive sales hygiene through CRM discipline, pipeline reviews, and weekly forecasting cadence.
• Identify capability gaps, run structured upskilling programmes, and build a strong bench for future leadership roles.

Forecasting, Reporting & Governance

• Deliver accurate weekly and monthly sales forecasts; own variance analysis and corrective action plans.
• Maintain CRM hygiene (Salesforce / equivalent) — every lead, opportunity, and account fully and accurately updated.
• Present regional performance at monthly business reviews with the leadership team, with clear data-backed insights.

Education

• Graduate in any discipline from a recognized university.
• MBA / PGDM in Sales, Marketing, or Real Estate preferred.

Experience

• 2-6 years of progressive B2B sales experience
• Strong preference for candidates from coworking, commercial real estate, office leasing, IPC or workspace solutions firms.

AI Proficiency

Awfis is building an AI-first sales organization. The AGM is expected to actively use and champion AI tools across the sales lifecycle. Specifically, the candidate must demonstrate:

• Hands-on use of GenAI tools
• AI-driven prospecting & lead enrichment
• Comfort with AI for sales productivity
• Ability to lead AI adoption in the team